Regional Sales Manager-North

About Halma:

Halma is a global group of life-saving technology companies, driven by a clear purpose. We are an FTSE 100 company with headquarters in the UK and operations in 23 countries, including regional hubs in India, China, Brazil, and the US.

Our diverse group of nearly 50 global companies specialise in market leading technologies that push the boundaries of science and technology.

For the last 42 years, the combination of our purpose, strategy, people, DNA and sustainable business model has resulted in record long-term growth in revenues and profits and an increase in dividend by ≥ 5% every year– an achievement unrivalled by any company listed on the London Stock Exchange.

Why join us?

We are a Great Place to Work® certified organisation,

We offer a safe and respectful workplace,

We nurture entrepreneurial spirits and empower

We are simple, humble and approachable, and we believe in leadership

About Halma company Volk Optical Inc

Volk Optical Inc. (www.volk.com) is a premier designer and US manufacturer of the highest quality portable ophthalmic cameras, lenses, surgical systems, and accessories used in the diagnosis and treatment of diseases of the eye.

Position Objective

The position is responsible and accountable for profitably growing sales in the region. As the manager of a key territory of the Western region, the RSM is expected to set a basis for current and future growth through active management of existing accounts, thought leader relations, conducting direct sales, creating opportunities for growth for products that have additional potential or those that are declining or flat, and identifying and developing new channels.

Responsibilities:

• Accountable and responsible for the regional sales strategy for the region and for achieving (and over-delivering) sales plans for the region across all product segments (diagnostic, surgical, and imaging).
• Assess, own, and strengthen the right distributor partnerships to deliver growth across the entire Volk product portfolio in the entire region.
• Plan and implement sales customer/distributor evaluation and retention goals/metrics and drive effective execution of those plans.
• Manage and balance direct, distributor, and digital sales channels.
• Identify new market segments and untapped regions/countries across the region as growth targets and drive corresponding growth.
• Source, manage, and close business development/B2B deals (device, pharma, retail) that are consistent with the company’s strategy for revenue growth and long-term partnership across all product segments.
• Build Volk’s presence and create market pull across the region in hospitals, medical schools, surgery centres, government institutions, residency programs, and other channels (i.e. - veterinary) through meaningful and targeted field visits.
• Ensure every customer receives high-quality service and support as rapidly as possible.
• Develop a deep understanding of the diagnostic lens, surgical lens/systems, and the imaging market in the region to inform sales strategy.
• Be analytical in evaluating sales and trends for the region and adjusting actions accordingly to achieve sales plans.
• Own the product forecasting for the region, providing monthly insights and reporting on the product pipeline and forecast.
• Lead Volk’s presence at industry trade events and shows and drive sales growth via such events.
• Drive the creation of sales collateral for this region in partnership form Headquarters in line with brand guidelines.
• Conduct direct sales training, product demonstrations, and presentations to distributors and end-users for products as required.
• Build a strong network of KOLs and influencers in the region and conduct educational seminars and webinars in partnership with KOLs and influencers.
• Provide local market data, insights, and recommendations to maximize the business potential from the company’s assets, strengths, and opportunities.
• Partner closely with the Product Development and Product Management team to develop and launch new products using local market data, customer feedback, and insights.

Critical Success factors :

• Exceeding sales targets Strengthening dealer network.
• Growing sales for all products and identifying new growth strategies and channels.
• Developing a strong command of Volk’s range of products
• Instilling confidence in the Distributor’s command and understanding of Volk’s products.
• Capturing market share from competitors.
• Generating a market pull and demand for Volk’s products by establishing relationships with leading KOLs and institutions.
• Penetrating teaching institutions to train and recommend Volk products.
• Demonstrate the value of Volk’s products to create customer preference as opposed to price-driven sales.

Qualifications:

• BE/ BTech / BSc / B. Pharma along with MBA would be an added advantage.

Experience:

• 5-10 years of sales experience and minimum 5 years of selling medical or pharmaceutical Products/equipment in the Ophthalmic or Medical Industry.